Is there something in the water? First offline consultancy client landed!

I see a lot of success on this lil sub forum and today I'd like to share mine. Hopefully those who've not landed their first consultancy client will be inspired to keep ploughing on.

My story is slightly different since I am a coach but consultancy called me because there was more scope for growth.

Someone contacted me last week for an appointment to meet to discuss getting a strategy etc blah. I'd been recommended to her by one of my offline networking group friends (if you don't network offline at a group yet - I highly recommend it!)

And you know they have a million plans for their business and are confused by everything so I said calmly - we need to take one step at a time.

I drew a mind map right there and then. Instant clarity!

I talked about her marketing budget and she said it wasn't much and I said, okay what's your average customer value. She told me. NICE.

I then went onto tell her that with my help we'd raise that up and increase her profit and then showed her ways of how she could do that - another mind-map moment.

She basically said - right how much do you want. What contract do we sign?

YES!!

So I feel proud of myself because this is way more than I would get for coaching plus monthly retainer.

And what Chris Negro said in another thread is true. When you land your first you're HOT.

Point: Later on that evening a networking colleague of my new clients emailed me and said, 'I hear you saw [client name] today. She said I need to speak to you. Here is what I need you to help me with in regards to business. How much will it cost....etc.'

So I emailed her back to arrange a meeting face to face

I'm still waiting for questionnaire to come back from the directory business but I feel very confident about that. Either way I've now got a nice monthly residual income again - as opposed to relying on the odd coaching gig.

Am I? Goodness! Why? Could it be that you just back-hand complimented me with something that sounded ever so patronising? Maybe you didn't mean it that way but it most definitely came across like that.

I realise I may not have been around the block as much as some seasoned consultants here who I respect and have learnt a lot from, but prior to this I've done several jobs unpaid in marketing, sales and consultancy online and off that have built up to this point where I can confidently say, 'yes I can offer this service for a paid fee and I can get results'. I've got those people results.

Please think and maybe check out my links before you say something that makes me sound totally clueless. 'Make sure you get results' is not constructive. I'm all for constructive - that is not it.

Once again thank you for the congratulations. That part I did appreciate.

Am I? Goodness! Why? Could it be that you just back-hand complimented me with something that sounded ever so patronising? Maybe you didn't mean it that way but it most definitely came across like that.

I realise I may not have been around the block as much as some seasoned consultants here who I respect and have learnt a lot from, but prior to this I've done several jobs unpaid in marketing, sales and consultancy online and off that have built up to this point where I can confidently say, 'yes I can offer this service for a paid fee and I can get results'. I've got those people results.

Please think and maybe check out my links before you say something that makes me sound totally clueless. 'Make sure you get results' is not constructive. I'm all for constructive - that is not it.

Once again thank you for the congratulations. That part I did appreciate.

Thank you

V

A backhanded compliment?

Maybe when you're a bit less green you'll realize why I made the comment.

When you gain a client's trust after proving your worth, you'll often hear horror stories. Stories of people promising the world and never, ever even coming close to what was agreed upon and promised.

Often times, the stories I get are from newbies like YOU entering this field.

I never once even questioned your ability to provide results, I merely said to ensure you do deliver.

Very inspiring. I love mindmaps, make them all the time for myself for the billion things in my life...but never made the obvious connection to demonstrating what you could do like that for others...duh!

Awesome idea. And way to go! (From this point on I'm going to be doing it. )

By the way, have you ever read "The Back of the Napkin"? It's about whipping up drawings (that anyone can learn - even if you stink at drawing like me) to illuminate ideas on paper for better clarity.

Very inspiring. I love mindmaps, make them all the time for myself for the billion things in my life...but never made the obvious connection to demonstrating what you could do like that for others...duh!

Awesome idea. And way to go! (From this point on I'm going to be doing it. )

By the way, have you ever read "The Back of the Napkin"? It's about whipping up drawings (that anyone can learn - even if you stink at drawing like me) to illuminate ideas on paper for better clarity.

Anyway, congratulations!

I have to tell you Nathan that even though I've always known what they are this is the first time I've ever used them in a prospect meeting. Even with my coaching clients I've never used them.

But it really worked because not only did it help the client it helped me talk through the various steps and explain in detail. Just having that drawing in front of myself and the client brought a lot to the meeting.

Never read 'The Back of the Napkin' but I will look for it.

It also didn't matter that I couldn't draw. My middle circle to depict her looked like a squashed tomato - well that broke the ice right there.

Thanks for the heads up on the book and the congrats! Much appreciated and let me know if the mind map works for you in a prospect meeting.

Well... I've never been big on mindmaps... but I've probably been using them all along and didn't really pay attention to it till lately - and your post made me realize that I should probably get some mindmap software rather than using my notepads LOL

The residual income for you will be great. Totally understand where you're coming from on that remark... I had a lot of advertising sales over the years, but when recessions hit, guess what goes first?? Took me a while to realize that the residual income is the solid, the other is the bonus.

Well... I've never been big on mindmaps... but I've probably been using them all along and didn't really pay attention to it till lately - and your post made me realize that I should probably get some mindmap software rather than using my notepads LOL

The residual income for you will be great. Totally understand where you're coming from on that remark... I had a lot of advertising sales over the years, but when recessions hit, guess what goes first?? Took me a while to realize that the residual income is the solid, the other is the bonus.

Congrats again!

Amber

Mindmaps work, only problem is they take up a lot of paper and are hard to change

Well... I've never been big on mindmaps... but I've probably been using them all along and didn't really pay attention to it till lately - and your post made me realize that I should probably get some mindmap software rather than using my notepads LOL

The residual income for you will be great. Totally understand where you're coming from on that remark... I had a lot of advertising sales over the years, but when recessions hit, guess what goes first?? Took me a while to realize that the residual income is the solid, the other is the bonus.

Congrats again!

Amber

Thanks Amber!
I'm right with you on the mindmap software. I think I need to get a program. My drawings are hilarious and guess what else I noticed...I cannot write for toffee anymore because I'm so used to being at the computer typing. Shocking.

I did make a joke to the client that I'd forgotten my crayons. LOL

The recession hit me bad too. I was doing a completely different job self-employed - pay per job sort of thing, and that niche was hit hard. Very much hope I can build on the residual income side of things.

Good, heck GREAT! for you. Keep on keeping on no matter what. Anytime you feel something negative is being directed towards you, turn it around and make it positive. You will learn, grow and benefit from it.

Good, heck GREAT! for you. Keep on keeping on no matter what. Anytime you feel something negative is being directed towards you, turn it around and make it positive. You will learn, grow and benefit from it.

You rock! I never stay in neg mode for long. It does not pay the soul or mind to linger in darkness. Thank you.

After you do outstanding work for them, you should ask them for a testimonial. I asked a recent client of mine for one and was blown away by all the wonderful things he said. He mentioned things I didn't even think about!

Not only do good testimonials serve as a way to market yourself by providing social proof to other potential clients, but you'll also most likely learn insights into your business by the way your clients respond.

After you do outstanding work for them, you should ask them for a testimonial. I asked a recent client of mine for one and was blown away by all the wonderful things he said. He mentioned things I didn't even think about!

Not only do good testimonials serve as a way to market yourself by providing social proof to other potential clients, but you'll also most likely learn insights into your business by the way your clients respond.

Right on! I do have some testimonials from some clients both coaching and my 'test' consultancy subjects. Hate calling them guinea pigs. But over time I have collected them - it's only now I can build on the consultancy ones because before although they got what they wanted I needed to feel 100% confident to charge as a consultant as I do now.
In fact this week one has come back to me and we're going to work on a JV project but that's another story. He said he'd do a video testimonial for me which is awesome!
I'm pretty sure my new client will be happy with the results and would do a video too.
Thanks again Pointer.
V

These are actually my favorite type of threads to read. Very excited for you. Keep us posted!

"With age comes tact, wisdom and humility". Just a thought on some of the other comments that you've received.

I will do - thanks As for the 'other' comments. Wonderful quote you gave there -Thank you. I have a 14 year old son so I'm used to dealing with the kind of behaviour presented to me by that one person in this thread.

Congrats on this... this will probably be more exciting than any other client you get from here on... the first one is always the most exciting.

So you got this offline client by doing some offline networking?

Thank you so much

So the process of me getting this client was simple (on paper lol) Very cool story which I'm happy to share.

I am with a local networking club in my town. I started going to get business coaching clients and its one of those where you meet up, have breakfast together and do a 60 second pitch. The group has about 40+ business owners go from my town and also surrounding towns. Excellent pro-active group and that's been a valuable key.

In the first month of going I picked up my first coaching clients and since I know about internet marketing and social media (which many offline businesses don't) I was asked to do a speaking event at another networking group and picked up more clients there.

You also get the opportunity to have 1-2-1's with business owners where you arrange a time to meet, normally over coffee, to discuss your different businesses. So that is a great way IN. I've got coaching clients from that angle too.

This meeting came about by one of my networking colleagues who I happened to give a 'taster session' to, which led to him understanding different IM marketing - which he's benefited from.

He happened to bump into my new client in Starb$cks - he didn't know her. He overheard the conversation she was having with a friend which was about her marketing both online and offline and happened to say, 'hope you don't mind but I know someone who can help you...'

That same week I'd come from a meeting with some prospects who own a business directory and after my meeting with them they met my new client (totally unrelated) and they said, 'hey we know someone who can help you and gave her my name.' Again I gave the directory owners a lot of food for thought during our meeting. Lots of ideas backed up with statistics etc.

So on two different occasions by two different people my name was mentioned. This was very flattering of course but I want to explain something here...

I've spent the last few months getting out there offline and networking with groups of businesses.
I've had my coaching clients but I've also done a few taster sessions of good quality value with people I KNOW network far and wide. They know a lot of people and they are willing, at random, to walk up to complete strangers in Starb$cks and say, 'sorry, but I couldn't help overhearing you need someone for x,y,z this is the Gal you need and she's local.'

The fact that these 'sample' clients have got results from what I've been doing with them has helped of course.

Anyone could really do this. It's about getting yourself in an active offline networking group. Working out who are the best messengers and who will actively be open to learn, implement and share their results.

They are your cheerleaders.

The coaching to marketing consultant is a natural fluid progression for me and to be honest it's just a case of me getting it done as opposed to coaching/training my clients to do it themselves.

Sorry that was long but I thought it may be helpful to anyone wanting to go down the networking group route. I'd say - if there isn't one in your area then set one up! Great B2B opportunities there.

V

P.S if you get into a group ask to do a group talk too. I asked to do a group talk with my group as soon as I joined LOL Ever keen. Ironically I've spoken at several other groups but not my own - so this month they have asked me to do a talk to the group. Another great way to open doors - public speaking.

Great share V. By the way, I love your site and your writing. You're fun to read and very clear about what you do and can offer.

Thanks Nathan. I would thank you but my thank button is gone. Maybe I over-thanked haha.

I appreciate the comments on my site. I've tried to do the 'serious' business copy but it's not me and I want people to know, hey I'm fun but I'm business too so I hope that comes across. I think what I've done gives a new take on the 'about me' pages you see and you know never really get clicked on a lot (well unless they are called something else)

V Awesome job dear. I landed my first client almost that exact same way and it has been a tripp. I have a great story to share once I finish this kinda funny after looking back at it but again great job stay awesome

The client's business is a big evergreen so that helps a lot - lots of room to market it.

I'll be balancing online marketing with off line marketing. Both are equally essential.

Immediately we'll go through the report I've written and sort out diaries for key dates to get content for both offline and online marketing together as well as products. That will keep focus. Lucky this time of year is good to step back and just get lots and lots of content together for various elements of their site and offline marketing. Plus it's a good time for discussion and research (split testing a few things also)

The client's website needs changing (and super quick) and of course putting into motion various ways to get them and it noticed.

I want to get them on Blogtalk radio and youtube as two key promo outlets. I've used BlogTalk radio myself and I know with the right guests and a regular channel the hits back to a site are quite nice - it can rank nicely.

Usual capture list funnel opt-in will be put into place as well as approaching site owners in her niche for guest posts etc. I'll also recycle the radio shows onto iTunes.

The client has been sitting on a celebrity endorsement so I want to develop a training course product with her and get that celebrity endorsement in writing for that product. . It's a big one and a crowd puller in their niche - nice!

If we can get a few more of those it will be a super boost to the client's main high end product and to her PR.

They'll be other online stuff available for free d/l and paid. Further on a membership section would be nice residual.

All in all both online and offline I want this client to push their personality (which is a very nice one) and have showcase themselves as an expert. The angel is 'personality and trust' x a heck of a lot more. The client has the foundation but it needs some helium in it.

Getting on local radio and in papers should be a breeze - local is always looking for guests and stories. I already have a few press seeking feeds internationally so those will be studied closely and acted upon if they fit what magazines and blogs are looking for. So a press pack will be set up and blasted.

We're building an army around them and the product fits nicely around that.

I'll be outsourcing some things on this project.

That just scratches the surface but feel free to pm me and we can skype if you want to know more on the progress.

V

P.S What's interesting here Lisa is I think I'll be putting some coaching into play. Like most of us - their service is hugely undervalued but not by their clients or prospective customers - but by themselves. Coach V needs to get the pom-poms out and cheer-lead to the max along the way and let them know they own the field!

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